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31 How Conversations Work Second-stage thinking manipulates the language we have created to achieve a result. Having named something as, say, a cup, we can talk about it coherently. We can judge its effectiveness as a cup, its value to us, how we might use it or improve its design. Having labelled a downturn in sales as a marketing problem, we explore the consequences in marketing terms. Reality Stage one: Perception Sensation; intuition Representation Language, models, images Stage two: Judgement Reason; evaluation Action Figure 2.1 The two stages of thinking ( c) 2011 Kogan Page L imited, All Rights Reserved.
32 Improve your Communication Skills Our conversations all follow this simple structure. We cannot talk about anything until we have named it. Conversely, how we name something determines the way we talk about it. The quality of our second-stage thinking depends directly on the quality of our first-stage thinking. We’re very good at second-stage thinking. We have lots of experience in manipulating language. We’re so good at it that we can build machines to do it for us: computers are very fast manipulators of binary language. We aren’t nearly so good at first-stage thinking. We mostly give names to things without thinking. The cup is obviously a cup; who would dream of calling it anything else? The marketing problem is obviously a marketing problem – isn’t it? As a result, most of our conversations complete the first stage in a few seconds. We leap to judgement. Suppose we named the cup as – to take a few possibilities at random – a chalice, or a vase, or a trophy. Our second-stage thinking about that object would change radically. Suppose we decided that the marketing problem might be a production problem, a distribution problem, or a personnel problem. We would start to think very differently about it at the second stage. We prefer to take our perceptions for granted. But no amount of second-stage thinking will make up for faulty or limited first-stage thinking. Good thinking pays attention to both stages. Effective conversations have a first stage and a second stage. An effective conversation manages structure by: • separating the two stages; • checking that we both know what stage we are in; • asking the questions appropriate to each stage. ( c) 2011 Kogan Page L imited, All Rights Reserved.
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198 Appendix Steven Mithen’s book
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200 Appendix Chapter 9: Networking:
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